Several weeks ago, I was speaking with Jay Hellwig. Jay is a top sales professional. Jay said, “Zig Ziglar’s tapes on ‘Secrets of Closing the Sale’ are my favorite tapes.” Since there are over 50 specific closing techniques in this set of tapes, I asked Jay what was his favorite technique. [...]

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What is America’s favorite pastime?
Some people would have you think it is baseball. After all, it is called the “National Pastime.” True, a lot of people attend all types of baseball games…from little league to major league games. Some people think baseball is a bit slow. Someone once said that baseball [...]

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If you play your cards right, you can have a great sales day each day of your life!
Let’s take the ace from a deck of playing cards and form an acronym.
A = Attitude
C = Confidence
E = Enthusiasm
Attitude
What separates the successful, high performing sales professional from the “just on the verge of success” sales person? [...]

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In the book,
The Secret, the author Rhonda Byrne writes ‘what you think about you bring about’. This idea has been written about by many authors through the ages. I want you to consider adopting this powerful idea.
I want you to think about your sales presentation in your mind. I want you to see yourself [...]

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When prospects begin thinking about buying a new home, they first try to imagine themselves enjoying the home in the future. They start fantasizing about the possible benefits of living in it. These fantasies are influenced by past experiences they’ve had with other homes they’ve owned, rented or visited. They’re also influenced by the present [...]

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If you could have three wishes right now, what would you wish? Think about it. A question like that would make the most closed-off person open up. Like most good questions, it’s irresistible.
The main reason questions are so effective is that most people are compelled to answer them. Questions stimulate the mind and offer people [...]

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Merriam-Webster’s word of the year in 2006 was “truthiness”. “Truthiness” was coined by comedian
Stephen Colbert. It refers to “truth that comes from the gut, not books”.
What is your truthiness? The more appropriate question when selling your product is, “What is the truthiness of your customer”? I suspect Colbert wasn’t thinking about sales when he [...]

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I know many truths about being in the sales profession. There is one truth about sales people that is a dirty little secret. In fact, you may unknowingly be participating in it this very moment.
I want to dispel that dirty little secret. I may tick you off unmercifully, but I don’t mean to.
As you [...]

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I learned tons this year! I don’t have time to write everything here (nor would you want to read it all)!
Two things come to my mind that apply to me and might be useful to you as well.
1. Don’t judge an event too quickly. One of the most traumatic events of my life happened May [...]

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Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate…
My friend was feeling frustrated. “Amateurs,” she [...]

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